Sandler Submarine 1/2
Annie Grace Smith Part 1/2 In class we have been discussing the Sandler Submarine and his seven steps for that method. Sandler’s method does not focus on the old-fashioned ABCs of thinking of…
Traits of a Sales Superstar
Looking for Sales Superstars? Maybe you think they need experience in sales, but maybe they do not need to an established salesperson? We have one example of this— Professor Sweet!…
Money Money Money
David Criswell Today in class, we discussed the idea of asking a prospect about their budget. For some, asking a prospect about their budget for a project may come easy. But for…
Jake Burton Carpenter: Entrepreneur, Innovator, Salesman
Christian Aromando Recently, I listened to a podcast called “How Built This” that focuses on different entrepreneurs that built successful businesses with various backgrounds. The episode that I was interested in centered…
Pain and Budget
Shay When in a sales conversation: What connects a customer’s pains with their budget? It might not be an obvious answer off the bat. But, the answer is quite simple. A…
Giving People Permission to Say No to the Money Question
Katie Rose Emmons Recently, we had a guest speaker in class who discussed what it’s like to ask the “money question” of prospective clients. In the current climate of our society, I find…
The Attention to Details Salesman
Collier Kaufman While often people are focused on all of the little tricks and strategies of sales, one of the more important things for a salesperson to be good at is simply…
The Lone Wolf
Zach Rogers The lone wolf salesman is one that really interests me. I love the lone wolf. Although, I don’t think all buyers love the lone wolf. As Evan Addams was saying,…
The Under-Clothed Sales Pitch
Bailey Mantzell Hans Geiszler, the founder of Japhy Surf Co., originally a board short company, was given the opportunity to present him and his company to an investor panel in New York…
The Five Salespeople You Meet in Heaven
In his talk he gave this week, Mr. Evan Addams spoke about five different types of salespeople you meet in the sales world. While none of the five are bad,…